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Finding Your Niche: Building a Specialty Practice

David Wright  (Founder & CEO, Disruptive Innovations)

Matthew Kanaskie  (VP of Solutions, Marco Technologies)

Thomas Baker  (Director of Event Sales , Channel Partners)

Location: Grand Sierra Ballroom B

Date: Wednesday, September 14

Time: 3:35 pm - 4:10 pm

Pass Type: Summit Pass

Event: Channel Leadership Summit

Session Type: Conference Session

Vault Recording: TBD

In an era where private equity-backed partners are building massive teams to scale and monetize more of the technology life cycle, how do smaller partners keep up? One way is to become a specialist that customers view as a truly consultative, strategic partner to drive business value. That means becoming a subject matter expert on not just technology but business as well. But when you have limited resources, where do you invest your time building knowledge and expertise? That’s where building a specialty practice comes into play. Some partners studied specific verticals to position themselves as truly trusted advisers. Others have wrapped themselves around a specific technology and the business use cases therein. But in both cases, partners are doubling down on what they do best to make sure they stand out in a crowded market of technology sellers.